Sell or be Sold Book Summary

Book Summary

15 min

Audio available

Brief Summary

Successful sales professionals are committed to improving their craft and dedicated to putting in the hard work and effort necessary to meet their goals. They not only understand their product, they work to understand their customers, and can demonstrate to them how the product will provide value to their lives. They work to establish trust with their customers, by providing evidence to back up their claims, and they are not afraid to use already existing relationships as opportunities to make sales or gain business referrals. Successful salespeople always maintain a positive attitude, and view all outcomes, even rejections, as opportunities to continue to learn and improve.

About the Author

Grant Cardone is an entrepreneur, speaker, sales trainer, and bestselling author of seven books, including The 10X Rule and If You’re Not First, You’re Last. He is the founder of The 10X Movement, The 10X Growth Conference, and the creator of Cardone University. He was named Forbes Magazine’s #1 marketer to watch in 2017.

Topics

Marketing & Sales

Sell or be Sold Book Summary Preview

What You’ll Learn

Why commitment and persistence are the most important traits for successful sales professionals
The importance of understanding each customer’s wants and needs
How maintaining a positive mindset in all areas of life will lead to increased sales and success

Who Is This For

Sales professionals who want to learn the most effective ways to craft sales pitches and close deals
Industry professionals who are looking to increase their number of sales
Professionals who want to grow their business and increase revenue through sales

Key Insights

Sales is an important part of every industry. Selling is essentially the art of persuasion, and it is an essential key to success. People who do not understand the importance of sales will not only fail to reap their rewards, but they will also be more susceptible to other people’s schemes and marketing ploys. Unfortunately, however, sales have developed a bad reputation, because people often view salespeople as pushy or manipulative, but these stereotypes are not true.

Successful salespeople are able to close deals because they are truly committed to their craft and to their product. They believe in the products they sell, but they do not rely on false assumptions. Instead, they can readily provide facts and evidence to prove their claims. A professional is also committed to constantly improving, perfecting their technique, and constantly seeking out new prospects, and cultivating relationships with potential new clients.

Professional salespeople not only know their product inside and out, but they take the time to understand their clients as well. They are able to understand their customer’s needs and determine the right solution for the problems that they want to be solved. Once they have done this, they are able to demonstrate the true value of the product to their customer, so they will be willing to pay the price that the product is worth. Finally, true professionals do not view a “no” answer as a failure. Rather, they understand that it is their responsibility to win over clients, and even a “no can serve as a valuable learning opportunity for them to improve their pitch and close more deals in the future.

Sales Require A Full Commitment

Sales professionals need to fully commit to their product, no matter what it is they are selling before they can successfully meet their quotes. All products can be sold if the salesperson is committed. Salespeople may fail to commit to a product, because they do not believe in the product or know it is substandard, or because they do not know how to sell it well, but a lack of commitment to the product will lead to failure.

Committed salespeople take the initiative to improve their technique and learn how to close deals. They practice their pitches, take training seminars, and learn from their mistakes in order to improve in the future. They also study their customers, in order to learn what prevents them from making the sale, and what techniques will motivate them to seal the deal. On the other hand, non-committed sales professionals will not dedicate their time...